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Strategic Sales Manager (Southeast US)

Company: Smith Nephew
Location: Atlanta
Posted on: November 26, 2022

Job Description:

Strategic Sales DirectorSmith & Nephew is committed to helping people regain their lives by repairing and healing the human body. At Smith & Nephew you will have the opportunity to make a tangible difference to people's lives. Globally recognized as a Great Place to Work, Smith & Nephew embodies a purpose-driven culture of Care, Collaboration and Courage.Strategic Sales DirectorThe Strategic Sales Director is responsible for developing programs and driving business initiatives in conjunction with the Strategic Sales AVP and VP, Sports Med: AVP(s), Directors of Sales, and Distribution Executives. The current market dynamics and business conditions call for a stronger focus on administrative selling and business development initiatives. The position has three macro responsibilities that support the Regional strategies: Sales Execution, Finance Program Collaboration, and Key Account Engagement.Sales Execution

  • Collaborate with Strategic Sales AVP(s), Sports Med Directors of Sales, and Distributor Executives on Capital & Total Quota attainment and execution within specified AVP region.
  • This includes high/impact capital opportunities and evaluations.
  • Through leadership and utilization of Capital Specialist, the SSD will drive successful video and SMC trials.
  • Ownership and maintenance of AVP Capital Funnel, to include working with each DOS and DE monthly for update, providing consolidated view to support the national Capital Funnel
  • Create selling presentations for strategic capital accounts
  • Engage and cultivate strong relationships with Key Customer Accounts identified by AVP, Directors of Sales, and Distribution Executives.
  • Work closely with Sports Med AVP to provide capital and finance program support and training, for Directors of Sales and Distribution Executives.Business Collaboration
    • Develop and drive Financial Solutions with the local reps, the capital desk,
    • Business Managers, Directors of Sales, and Distributor Executives
    • Collaborate with cross-functional team members to develop new sales programs to meet customer financial needs.
    • Collaborate with Corporate on initiatives that effect the field and aid in the execution of such strategies
    • Collaborate with other Strategic Sales Directors to share and implement best practices across the nation.
    • Develop strategies to maximize National Contracts and ASC focus
    • Collaborate with cross-divisional counterparts to support the National Sales Strategy and initiatives of Smith and Nephew Corporation.Customer Engagement
      • Support Key Account Management initiatives across the specified Region
      • Engage and cultivate strong relationships with Key Customer Accounts and surgeons to promote SN Value and technology.
      • Collaborate with Surgeons, Customer executives, and 3rd party Financing to develop customized solutions that support long-term partnershipsWhat you'll do:
        • You will report directly into the Area Vice President of Strategic Sales and will support the entire Region's business development plans. You will be aligned with the Sports Med Area Vice President's Capital and Total Revenue Quota for respective responsibilities geographically and will develop strategies and tactics to exceed the annual financial objectives.
        • You will engage and cultivate strong relationships with Key Customer Accounts and surgeons to promote S&N Value and technology. Driving growth and penetration into said accounts through C Suite, Administrative, and direct to Surgeon clinical and value based selling.
        • Provide supplemental training, coaching, and development support for the AVP Regional Field Sales Organization specific to Financial Programs and Capital execution. Conduct field rides with the Region's Sales Representatives during key customer or account visits. Provide both verbal and written feedback on the Sales Representatives' customer engagement effectiveness, clinical selling acumen, and overall technical proficiency.
        • Maintain Capital Funnel for AVP region, working closely with upper management monthly to update and provide consolidated views and analytics.What we look for:
          • Bachelors' degree
          • A minimum of 5 years direct sales experience preferably within a medical/hospital environment. Experience with selling technology and/or capital products to multiple call points in the hospital, including surgeons, nursing, administration, facilities, bio/med and information systems. Demonstrated outstanding knowledge of SNE portfolio.
          • Demonstrated success collaborating with customers, vendors, and cross-functional internal teams. Successful implementation and extensive working knowledge of SNE financial savings programs.
          • Ability to interface and influence at multiple organizational levels. Tenacious and resilient in overcoming objections.
          • High degree of self-motivation and excellent communication, interpersonal and negotiating skills.
          • Outstanding presentation skills. Ability to prioritize and handle multiple tasks. Confident, passionate, personable, energetic and honest. High level of integrity a must.
          • Travel up to 75%.What we offer
            • The ability to work with innovative and industry leading products
            • A commitment to professional development
            • A best in class culture
            • A fast-paced winning team environment
            • Comprehensive compensation and benefitsAbout Us:Smith+Nephew has a proud history of more than 160 years of improving health around the world. Whilst we have grown significantly from our beginnings as a small family pharmacy in Hull, England, our caring spirit has remained the same.Care, Collaboration, & Courage:
              • Care means that we show empathy and understanding for each other, our customers and patients.
              • Collaboration means we work together as a team, based on mutual trust and respect.
              • Courage is about continuous learning, innovation and accountability.At Smith+Nephew, we offer competitive and rewarding compensation and benefits packages!Our benefits packages vary from country to country and by level, but often the total package includes the following:A competitive salary with an annual commission plan.Strong Healthcare coverage.A competitive company retirement benefit scheme for all employees.We will ensure that individuals with disabilities are provided reasonable accommodation to participate in the job application or interview process, to perform essential job functions, and to receive other benefits and privileges of employment. Please contact us to request accommodation.All field sales professionals that are required to gain entry into healthcare facilities to perform the basic remit of their role, must successfully compete our credentialing process, which often includes COVID 19 vaccine management. Smith+Nephew provides equal employment opportunities to applicants and employees without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, protected veteran status, or disability.

Keywords: Smith Nephew, Atlanta , Strategic Sales Manager (Southeast US), Sales , Atlanta, Georgia

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